Business Development Manager at Echo Mobile

About the job

Responsibilities

Reporting to the CEO, the Business Development Manager is responsible for advising, co-developing, and executing Echo’s overall business development and growth strategy.

Lead Generation and Strategy

• Generate new leads and maintain a healthy pipeline through smart targeting, cold calling, networking, collecting referrals, building partnerships, digital marketing, and other means.
• Track market trends in Kenya and across Africa and advise Management Team on new commercial trends and opportunities for the Echo platform.
• While smart targeting and hunting will be your main sales strategy, you will experiment with the efficacy of alternative and complementary sales strategies and channels such as digital marketing, content marketing, SEO, etc.
• Work with management to improve overall company strategy

Sales

• Understand and effectively communicate Echo’s value proposition, technology, processes, and partnerships to potential customers
• Pitch and demo the Echo platform remotely or in-person to potential customers
• Keep the CRM platform up to date with accurate lead and account information
• Continuously improve the sales and account management processes to improve conversion rates as well as customer targeting
• Create champions and supporters in larger organizations to support the sales process
• Draft and finalize customer agreements and proposal
• Lead customer negotiations and adopt consultative sales techniques to close deals
• Oversee new customer onboarding

Account management

• Develop key relationships with key stakeholders
• Follow and develop the Echo Account management process to better understand customer needs and future plans
• Maintain and grow revenue over time through cross-selling and upselling
• Set and achieve revenue growth targets
• Ensure your new customers are onboarded by customer success and customer support to ensure immediate and ongoing value
• Analyze and report on customer usage and revenue trends to assess commercial strategies and targets

Other

• Work collaboratively across teams, including Engineering, Product, and Support.
• Provide the Product team with feedback and insights gleaned from marketing, sales, and account management to guide the direction of the Echo platform
• Participate in product discovery as well as in user testing sessions

Any other tasks that may be assigned by management.

Candidate Profile

You are

• A strong communicator committed to building and growing client relationships
• Passionate about technology as a tool for organizational (B2B) and social impact
• Commercially-minded, strategic, analytical and data-driven
• A positive team player willing to roll up your sleeves and do what it takes to get results

You have - required

• Bachelor's degree in marketing, business, communications, technology or a related field
• 3-5 years of experience with B2B sales in the technology sector
• A solid track record of generating leads, sales and reaching revenue targets
• Understanding of and experience with SaaS or other recurring revenue businesses
• Experience in sales and account management
• Excellent verbal and written communication skills
• Good knowledge of Excel/Google sheets to analyze sales related data
• Legally allowed to work in Kenya

You have - optional

• Any of these skills will set you apart as a candidate, but are not essential.
• Solid understanding of how marketing teams engage with their target audiences
• Experience in using digital marketing techniques to optimize lead generation efforts
• Ability to create brilliant presentations in PowerPoint/Google Slides
• Competency in Google Suite and CRM tools